Ch 10 Flashcards
The three prescriptions of a presentation strategy are ________.
establish objectives, develop a presale presentation plan to meet the objectives, and renew everyone’s commitment to provide outstanding customer service
Objectives of the first prescription include ________.
understand needs and build or establish the relationship
The second prescription discusses the need for a carefully prepared presentation plan that includes ________.
ensuring that all salespeople are well organized and prepared to achieve objectives
Establishment of objectives for the sales presentation and preparation of the presentation plan must be guided by ________.
a strong desire to provide outstanding customer service
The presentation strategy adds value by making sure the ________.
presentation is customized and adapted to meet the needs and time constraints of the prospect
The first step in the preapproach process is ________.
preparing presale objectives and developing a presale presentation plan
The second step in the preapproach process is ________.
making a favorable first impression, getting the prospect’s attention, and transitioning to need identification
A(n) _____ is something you want from the customer during the sales presentation.
action objective
The key advantages of a sales team include ________.
discovering problems, solutions, and sales opportunities than an individual salesperson could discover working alone
Team sales presentations require ________.
a more detailed precall plan than individual sales calls
Team members should be given ________.
detailed information about the customer, understand the basics of consultative presentations, and be prepared to add value
Adaptive selling involves ________ to improve communication with the customer.
altering sales behaviors
Salespeople skilled in adaptive selling consider how ________ may enhance the sales presentation.
the relationship, product, and customer strategies
In order to create a customized presale presentation, salespeople need to ________.
collect background information
The six main parts of the presentation plan include ________.
approach, need discovery, presentation, negotiation, close, and servicing the sale
Prior to developing the presentation plan, the salesperson must answer one very important question: ________.
Do these activities relate to the customer’s buying process?
A high-quality and professional approach is a powerful way to ________.
add value and differentiate yourself from your competitors
If the approach is successful, the salesperson will be ________.
given the opportunity to make a sales presentation
A major goal of ________ is to make a good first impression, build rapport, and establish credibility.
the social contact
The business contact involves converting the prospect’s attention from the social contact to ________.
the sales presentation
The social contact helps build rapport. Building rapport should lead to ________.
credibility, which builds trust
The _____ approach is also referred to as the elevator speech.
customer benefit
Some of the most common approaches to arouse prospect interest in the presentation include ________.
agenda, product demo, referral, customer benefit, question, survey, and premium
________ includes thoughts, feelings, and behavioral patterns that conspire to limit what a salesperson is able to accomplish.
Sales call reluctance
Selling to the “gatekeeper” means ________.
aligning yourself with the person who schedules the decision maker’s appointments
